I start my day with a cup of coffee while looking at a list of potential customers. I usually start from the top down to the last prospect. But today, I’ve decided to make use of my time and effort wisely.

It got me thinking, “Which lead should I prioritize first? Who’s the best prospect for today? Who has a better opportunity than others?”

We all know that having a good quality lead is important for the success of every business. But if you’re in a consulting industry, how can you tell if that prospect is considered a good lead?  

What is a qualified lead?

The definition of a qualified lead varies depending on your type of business. But of course, when you say qualified lead, it is someone who expressed interest and agreed to buy your product or use your service. In order to identify which leads are worth your time and which one aren’t. Let’s identify the factors that make a lead qualified for your consulting business.

Related: Where Consulting Firms Should Spend Their Marketing Resources

A potential prospect is someone who:

• Has the authority to decide within the organization to take advantage of your service.
• Has an immediate need and expressed interest in your service.
• Has a timeline when to use your service.
• Has a need and requests for a quote
• Has a defined budget.
• Someone who can see the value of your service in their organization.

Putting too much effort on prospects who doesn’t have any intention of using your service means you’re missing the opportunity to close the deal with the good ones. So how can you tell if the prospect is qualified or not? Here are 3 questions to ask your potential customers.

What issues or problems your organization is facing right now?

Every company, big or small can experience problems every now and then. By asking this question, you are trying to engage them in a deeper conversation. At the same time building trusts between you and your prospect.

Related: Pissed-off Prospects in Telemarketing? Here’s How to Make It Up to Them

How do you deal with these issues?

Letting them vent out a little about their issues is more important than telling them what to do. This question will help you identify what solution you can offer them that would benefit them more rather than just pushing through with every service you can provide.

Related: Marketing Starter Kit for your Consulting Business in Singapore

Do you get help to handle these issues?

Who doesn’t? A wise business owner is open for an opinion from someone who is an expert to do the job on his behalf. He will even pay someone especially if this will help resolve any issues within their organization and focus all of his time on more important stuff to help grow his business.

Whether you’re into IT or Financial consulting business, don’t stress about finding new leads for your business. The next time you chase leads, spend more time on qualified prospects. Use these tips as your guide to identify which ones are worth your time and which ones are not.